The 3 Ways to Grow Your Recruitment Desk
There are only 3 fundamental ways to grow your recruitment desk:
1. Generate more vacancies
2. Convert more vacancies into placements
3. Increase the average value of each placement
If you run a temp desk, your average fee value = [weekly margin] x [average number of
weeks the contract lasts]. Obviously if you manage a division, there is a fourth dimension
to this model – you can also increase your billings by hiring more recruitment consultants.
Illustration
Assuming a consultant deals with 100 vacancies in a year, and turns 25% of them into
placements worth £4,000 on average, she will produce £100,000.
| 100 |
x |
25% |
x |
£4,000 |
= |
£100,000 |
| Vacancies |
|
Conversion |
|
Avg. Fee |
|
Revenue |
Big Results from Small Improvements
A small 10% improvement in any one of these factors produces a £10,000 increase in total
revenue. This example shows a 10% increase in conversion of vacancies into placements:
| 100 |
x |
27.5% |
x |
£4,000 |
= |
£110,000 |
| Vacancies |
|
Conversion |
|
Avg. Fee |
|
Revenue |
The Secret of Exponential Growth
A 10% improvement in all three factors produces a massive 33.1% increase, or £33,100.
| 110 |
x |
27.5% |
x |
£4,000 |
= |
£133,100 |
| Vacancies |
|
Conversion |
|
Avg. Fee |
|
Revenue |
Exercise
a) Fill in your own numbers below:
| |
x |
|
x |
|
= |
|
| Vacancies |
|
Conversion |
|
Avg. Fee |
|
Revenue |
b) Now increase each of your numbers by 10% and see what happens to your total
revenue:
| |
x |
|
x |
|
= |
|
| Vacancies |
|
Conversion |
|
Avg. Fee |
|
Revenue |
About the Author
Mark Whitby is the leading sales performance coach to the UK recruitment industry.
He’s the best selling author of 12 audio training CDs, and delivers in-house recruitment training seminars
throughout the UK and Europe.
Mark has over 12 years experience of sales, marketing and business development in
both the UK and North America. Since 1997 he has recruited and trained hundreds of
salespeople from trainee to director level. His clients range from small independent
recruitment companies to some of the biggest names in the recruitment industry.
Over 83% of Mark’s revenue comes from repeat business. That’s because he gets
measurable results for his clients in the form of increased sales, higher profits, improved
staff motivation and retention. And he’s the only recruitment trainer who offers a
money back guarantee.
Mark is the creator of Big Billers ClubTM – the world’s first monthly coaching
programme for recruitment professionals. Every month hundreds of recruiters dial into
his popular teleconference training sessions from the convenience of their own office.
Mark also provides a telephone mentoring service for owner/managers of recruitment
companies who want to “work less and make more.”
For a F.REE Audio Seminar called: How to Overcome Fee Objections: 23 Great
Answers for when Your Client says ‘You’re too Expensive’ visit:
www.RecruitmentCoach.com
For more information about training and coaching, please call Mark’s personal assistant
Julie today on 0800 019 8899. International enquires dial +44 131 664 8064.
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